Business Development Manager

🕒 il y a 19 jours

🇬🇧 Royaume-Uni – Télétravail

⏰ Temps Plein

🟠 Senior

🔴 Expert

💰 Business Developer (BDR)

👻 Score fantôme 12%

Ce que ça veut dire : la probabilité que cette offre reste ouverte sans recrutement actif.Comment le lire : 60 % ou plus, on pense que c'est une offre fantôme. Un score plus bas est moins inquiétant.Comment on la calcule : ancienneté, republications, postes ouverts vs taille de l'équipe, rapidité de clôture, et si le salaire est indiqué.À noter : une estimation à partir de données publiques, pas un jugement sur l'entreprise. De vraies offres peuvent avoir un score élevé, alors prenez-le comme un indice, pas comme un fait.

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Ocean Software

Site WebLinkedInTous les Emplois

51 - 200 employés

Fondée en 1993

🎖️ Défense

🚀 Aérospatiale

☁️ SaaS

Defense • Aerospace • SaaS

Ocean Software est une entreprise de logiciels basée en Australie qui développe des solutions de préparation opérationnelle et de gestion de la formation pour les forces de défense, les organisations de l'aviation et les services d'urgence. Sa plateforme Ocean unifie les capacités à travers les systèmes aériens, terrestres, maritimes, d'aéronefs sans pilote (UAS) et les services d'urgence afin de fournir une coordination en temps réel, une visibilité des ressources, une préparation des actifs et du personnel, ainsi qu'une planification de mission—conçue pour être utilisée à grande échelle et dans des environnements déconnectés. Forte de plus de 30 ans d'expérience, l'entreprise propose des plateformes commerciales (e. g. , FlightPRO, SmartBase, TAMS) utilisées par des clients militaires et gouvernementaux à l'échelle mondiale, en se concentrant sur des logiciels sécurisés, fiables et de qualité professionnelle pour rationaliser la formation, les opérations et le maintien en conditions opérationnelles.

Description

• Drive Ocean Software’s new business growth and market expansion across Europe, primarily within EMEA. • Create, qualify, and convert net-new revenue opportunities. • Lead market engagement across European and UK defence forces, NATO agencies, defence primes, and system integrators. • Position the Ocean Platform (FlightPro®, SmartBase®, TAMS®) as an operational-readiness layer supporting personnel readiness, training, and force availability. • Work with the Head of Sales in Australia on global new-business revenue strategy. • Partner with and report to the GM EMEA for regional execution, market prioritisation, and stakeholder access. • Identify, qualify, and secure new business opportunities across European and UK Defence, NATO member nations, and related organisations. • Own pipeline targets, coverage ratios, stage progression, and conversion metrics. • Develop business-development plans, stakeholder influence maps, and quarterly objectives for priority deals. • Execute multi-lane capture strategies, lead bid/no-bid recommendations, and develop win strategies. • Prioritise opportunities based on strategic fit, revenue potential, and conversion likelihood. • Engage operators, commanders, programme offices, and technical authorities to understand customer challenges. • Represent Ocean at defence-industry events and convert engagements into qualified pipeline. • Monitor European and UK defence procurement policies, NATO doctrine, FMN spirals, readiness, and C2 modernisation trends. • Lead proposals, tenders, and presentations. • Negotiate contracts and agreements. • Drive pricing strategy, deal structuring, sustainable revenue growth, and long-term value creation. • Ensure compliance with procurement regulations and contractual obligations. • Maintain competitor positioning, pricing assumptions, deal strategy, target margins, and delivery constraints. • Collaborate with Capture, Presales, Marketing, Product, Engineering, Architecture, and Customer Success teams. • Align EMEA campaigns with targeted account penetration and pipeline generation. • Translate customer needs into tailored solution offerings. • Represent EMEA market requirements and insights to HQ for product and commercial strategy. • Maintain CRM discipline and reporting accuracy for reliable revenue forecasting. • Provide pipeline, forecast, and market updates to the Head of Sales and GM EMEA. • Comply with company conduct, health and safety, quality, information security, and process policies. • Support product and process improvements, quality, and team efficiency. • Perform ad-hoc administrative duties within a globally distributed organisation.

🎯 Exigences

• Minimum 10 years of proven experience in business development or sales roles within Defence or mission-critical software markets. • Demonstrated success in net-new business acquisition within EMEA. • Proven success in winning large-scale enterprise contracts with Defence industry prime contractors, government or defence agencies. • Experience working within a global sales structure, collaborating across HQ and regional leadership. • Demonstrated experience in capture planning, bid preparation, and tender submissions. • Demonstrated ability to articulate value propositions and lead strategic solution sales. • Strong commercial acumen, including pipeline management, forecasting, and revenue ownership. • Strong relationships & network of contacts within European Defence industry. • Experience using CRM systems to manage opportunities, pipeline, and forecasting with high integrity. • Understanding of ISO, ITAR, or equivalent compliance and security frameworks relevant to Defence. • Excellent presentation, negotiation, and written communication skills. • Ability to adapt to multi-national, cross-cultural environments. • Willingness to travel as required. • Familiarity with enterprise software delivery models. • Experience selling enterprise SaaS or platform-based solutions. • Tertiary qualifications in Business, Sales, Aviation, Engineering, or related fields.

🏖️ Avantages

• Fully remote working arrangement with flexibility to work from home. • Comprehensive health insurance package. • Mobile phone and internet allowance to support remote working. • Employer pension contribution of 5%. • Opportunity to travel across the EMEA region and engage with international customers and industry partners. • Supportive and collaborative global team environment. • Ongoing professional development and career growth opportunities.